Keeping Your Opportunities Alive
Opportunities are a lot like Twinkies.
They have an expiration date, but nobody is really clear on when that date is. When an opportunity is alive, you’re still theoretically able to connect with a dream client and win a deal. But when you’re opportunity is dead, you’ve disconnected from your dream client and a deal is unprocurable.
Post-mortem, the first step you want to perform is a thorough autopsy, otherwise known as a win-loss analysis. Review all of the commonplace mistakes that happen during a battle for a client:
- Did you neglect the opportunity?
- Did you not develop it?
- Were you ignoring the needs and desires of the opportunity, ultimately leading to its death?
- And so on, and so forth.
The good news is that it’s possible to bring back opportunities, and in the future, even prevent them from untimely deaths. After you figure out where you went wrong, correct your errors, and never kill another opportunity again.